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“People”…The Secret Ingredient to Success

In simple terms, you can measure your business success by how well you get customers, keep customers, and the efficiency of your operations. Many companies measure their success by revenues, income and other traditional accounting yardsticks. The problem is that the accounting approach measures how you did but not how you should have done. For example, take a company that grew 20% last year, and had $10 million in revenue. Its management team was weak, so it lost an additional 20% growth, missed out on another 5% in net margin, and had unnecessary turnover of 10% in client base. So this same company (assuming a 10% net margin) could have seen another $800K added to their bottom line. The one secret ingredient was “people.”

Strategic Planning Takes GUTS

Developing a strategic plan may not seem to be a walk in the park. It may become the most challenging task you have ever undertaken as a leader. It starts with your ability to articulate a vision in writing that your management team can use as a baseline to build a "Roadmap to Success"; the strategic plan. This vision for the future or "End Game" as I call it can be used at any time in the future to measure whether the business is maximizing success or on the road to failure. As a result, many presidents and CEO's will put this strategic planning process off as long as possible. However, those leaders that step into the strategic planning arena quickly come to realize an abundance of benefits.

The Consequence of Leadership Incompetence

How do you identify a member of your management team that just doesn’t get it when it comes to getting their employees to release their discretionary energy that is critical to success especially during the turbulent times we are facing in 2009-2010? Sometimes these individuals that don’t get it exist simply because they have been around a long time. I often have CEOs tell me about problems with specific managers that aren’t promoting the vision, values or core principles of the company. The majority of the time these managers have been around a long time.

Don't Let Strategy Puzzle You

We sometimes have a tendency to try putting our strategic plan together without having a real picture of where we want to go, and what we really want the business to become. It's like driving in the dark or putting that puzzle together with no reference at all. Often times action plans are even written, segment and product initiatives are developed and the management team attends a retreat where they come up with fifty four grand ideas, drink the same Kool Aid and sing the same motivational song. Six months later they have accomplished very little, and they can't figure out why they aren't achieving great success.

Hail to the Chief - Strategies for Communicating with the C Level and Beyond
When you launch a new initiative with your team, do you use the same presentation you used when you talked to the management team? Don't! Different levels of the organization want and need different information. Giving the CEO all the details you need to pass along to your team won't get you invited back to the management table anytime soon.

Developing Your Management Team

Your management team must have an edge. They must be courageous enough to take risk and have an unrelenting readiness to act. Popularity is not a requirement but the ability to generate respect from the employees is without a doubt one of the most critical attributes. They must be relentless in their efforts, unconscious about personal sacrifice of their time and the willingness to go beyond normal expectations. Tough decisions are commonplace; uncharted territories will be the norm. Honesty and impeccable character is a must. Being decisive, doing the right thing, setting clear objectives, motivating and inspiring employees and creating a sense of urgency are challenges that must be met by all members of the management team. Every single member of your management team has to make a difference.

Lesson #4: Break Through That Wall

“I have had all of the disadvantages required for success,” says Ellison. “There were lots of times, especially in the early days, that were very, very difficult.” From being given up for adoption by his birth mother to losing his adoptive mother to cancer to dropping out of school, Ellison could have been the poster boy for adolescent angst. But, whether it was rebounding in school or bring Oracle back from the brink, Ellison managed to find the determination that he needed to press on.

Lesson #2: You’re Only As Good As The People You Hire

“None of us is as good as all of us,” Kroc would say. A strong proponent of teamwork, Kroc understood that his growing company could only continue its meteoric rise up if it had the support and the dedication of its workers behind it. In order to ensure staff loyalty and motivate his employees, Kroc did his best to guarantee that they were treated with respect and were able to operate on an equal playing field.

Jim Sinegal Quotes
Jim Sinegal Quotes

Lesson #5: Pride Can Power Your Company
“I’m a nationalist who believes huge opportunities are lost with every head office departure,” says Schwartz. “We need to make things easier for Canadian-based companies. And I’m not talking about a lower dollar. That just sells our labour cheap.”

Lesson #3: Focus On the Inside Out
“I believe that Yahoo! is too often defined by the competitive landscape, rather than by what we can accomplish with our assets,” says Yang. “I’m determined for us to define our own path.”

Trading Up In Life: How Schwab Sold His Way to Success
When asked once what makes him the most happy in life, Schwab replied, “A lot of things. But they're probably no different from when I had no money. It’s my business pursuits and my personal life, a good relationship with my wife and kids and grandkids.”

The Art of Projections in a Dotcom 2.0 World

The world is running amok with entrepreneurs pitching every sort of Web 2.0, social networking, user-generated-content startup. It’s the attack of the bull-shiitake startup projections, so I’m losing my hearing; there’s a ringing in my head, and I get dizzy every once in a while. Before the world implodes (again), here is a top-tenish list of ways to create realistic projections in this Dotcom 2.0 world.

The Art of the Layoff
We’re in a bubble again. It’s not as frothy as last time, but hallelujah, this time we know what to do, right? One good thing about the dotcom implosion in 2000 is that we got lots of practice laying people off, and I’m afraid that this valuable knowledge may get lost.

The 800 Pound Gorilla Problem

I was at a board meeting recently where the board and management was discussing the company’s market position. This is a strong company that leads its market and, as a result, one of the board members stated that we were “the 800 pound gorilla in the market.” In my world view, the market was still relatively small so I suggested that we were the 12 pound gorilla. While this got a chuckle, it was instructive and moved the conversation down an interesting path.

Is Your Management Team REALLY a Team

Creating a Culture of teamwork requires leadership being able to interact with employees, peers and many other individuals both inside and outside the organization. Leaders must gain the support of many people to meet or exceed established objectives. This means that they must develop or possess a unique understanding of people. The ability to coach-mentor and teach leadership skills to others is the driving force that will create a winning organization. It is the driving force that can bring those employees that are outliers, those that are skeptical of management into a team environment.

Strategic Planning: Taking Time Out to Work "ON" Your Business
Strategic Planning, 5 Traps of strategic planning, alignment of management team, management

What Type of Managerial Attitude Do You Have?
Many of us are familiar with the inspirational phrase, "your attitude determines your altitude." In the worlds of human resources and management, this phrase holds much truth. In this issue of Astronology, we take an in-depth look into managerial attitudes, and how they affect the overall health and functioning of an organization.

Sales Leadership - A Balancing Act Between Compliance and Quotas
We'll discuss the balance sales leaders must have between sharing, mandating and asking. Sounds simple.

Definition of Business Insanity
A business cannot continue to do the same things and expect different results. Are you happy with your 2010 results? Whether you are or are not isn't it worth you and your team's time to review 2010 and determine what you could do better in 2011? Set some goals? Define a game plan with the management team?

Evalulate your Sales Team
You should always be evaluating your sales team

Only Losers Cut Their Prices
Discounting is for losers...In order to achieve the highest potential possible a salesperson needs to believe in their pricing as much as they believe in their selling skills.

7 Virtual Teams that Lead Your Company
Virtual teams bring together people from different cultures, locations, organizations, communities and beliefs. Knowing how to develop and plan these teams can mean the difference between success and failure.

The “Karmically Correct” Way to Lay Off an Employee
For anyone in the unlucky position of having to fire an employee, here is the “karmically correct” way to lay off an employee:

Sales Management Training Tips: Pursuing Sales Results vs. Developing Your Team

I recently had lunch with a highly successful VP of Sales of a Pharmaceutical company. He explained that he was frustrated with the members of his sales management team, who he felt were focused only on results. He worried that they were not spending any time developing their salespeople. At first blush, most of you might easily say you don’t see a problem with that. You wish your sales managers were more focused on delivering the sales numbers. That’s easily understood and probably true in many cases.

5 Ways to Gauge Sales Management Coaching

Most sales leaders would agree that coaching is the most impactful activity a sales manager can do to drive sales team performance. Studies reinforce this by showing that above-average coaches deliver 20 percent more sales. The challenge? Sales management coaching is the weakest-performing activity among managers. How do you know if your managers are effective coaches? Here are five ways to find out.

How not to make a prospecting call

I've been selling for more than 20 years and have learnt many things by trial and error, common sense and staying aware of market conditions and how customers like to buy. There is no shortage of information out there about prospecting, sales, etc. However, I am still amazed at how people don't know how to prospect successfully, given the plethora of calls we receive at home in the evenings, with very much similar outcomes to my experience. So why do many businesses still get this part so wrong?

Is there a place for Multi-Rater Feedback in the Selection Process?
Also known as 360 degree feedback…most people would automatically say ‘no’ – but let’s think about that for a few minutes.

How Employees Are Your Greatest Asset in Building Loyal Customers
Do you believe that you cannot be the Southwest Airlines of your industry when it comes to building loyal customers? Read how one local retail store in a rather unglamorous and highly competitive industry has not let that belief stop them from becoming successful.

A Common Purpose
A leader has to win the hearts and minds of his management team to create a Common Purpose. This doesn’t happen by accident. It depends on values, beliefs that create the foundation for how the team works together. It is imperative that the leader understands these values and beliefs.

Why Most Sales Training Doesn't Work
If you invest in sales training, especially now, you also need it to work now, not in 12 months. Why does it take so long for most sales training to make a difference and why does most sales training fail to make the difference you expect? There are a lot of possible reasons and I'll attempt to explain them here.

Four Steps to Help Improve and Spotlight Your Value
One of the biggest mistakes many women leaders make is avoiding the spotlight. Time after time, our women clients tell us stories of being "lost in the shuffle" when it comes time for promotions and opportunities. Most of the time, it's not because they lack the skills or the ambition to rise up in the ranks, but because they're not visible within their organizations...

Franchisor Best Practices
Once your franchise program is under way, you will want to work to improve the quality of your system. Here are some best practices that you should consider.

Title: Buying An Existing Business Part IV of IX
This is the fourth part of a nine part series for buying an existing business. This part is a brief discussion of your small business plan.

PR Doesn't Stand for "Press Releases"
How to think about the big picture of public relations

How can HR assist in the current market conditions?
Your HR department now needs to readdress it’s priorities and focus on building a sustainable plan to assist the business and its people through such difficult market conditions without adding costs and of course where ever possible reducing costs. A simple 5 point plan such as this will help.

Evaluating Your Company's Culture
I believe a company's culture is the single most important factor that will determine whether the company is sucessful or not. Business owners and executives should consider what they want their company culture to be and how they can shape it. This article provides many practical tips.

Simple, Effective Planning

Business plans... you either love them or hate them. If you love your planning process it is because the process and investment produces results all year long. It keeps you and your team focused, it’s the basis for all significant decisions and everyone knows not only the master plan, but also their piece of it. If your past planning efforts have left you and your team frustrated, you are not alone, it happens far too frequently. The annual planning process does not have to be complicated and time-consuming. Here are some thoughts on how to make planning simple and effective in your company:

Business Plans Don’t Last Forever

Business plans... you either love them or hate them. They are a beautiful thing when they create a unified focus and alignment across your company... And empower your team to go out and do what they must do to produce results. But fast-growing companies outgrow their business plans. Often, it is just a matter of time, because business plans don’t last forever! It’s highly likely you have outgrown your business plan when:

Success with Angels: Ten Top Action Items
Every new startup I know dreams of being funded by an Angel investor. Yet according to the latest data from AngelSoft, only about 1 out of 100 companies who initiate the formal request process actually get funded. If you follow these action items, you could be the next one.

Underperforming Corporations
Companies, (most of them) freeze up (become strategically rigid), get on the wrong track and underperform.

Education Based Marketing A Case Study Where $50 Delivers $5,000 Sale and a Free Lunch
The tried and accepted sales rule is never give anything way for free. In today’s global market place, this rule is now defunct, irrevelant, kaput! Read this case study and learn how $50 turned into a hundred fold.

Business Ethics and Values Do Not Have Expiration Dates
Have you ever thought about your business ethics and values as having an expiration date? Even if you think not, maybe you should read this article anyway.

5 Ways to Increase the Credibility of Your Business Plan
What most entrepreneurs and business owners don't realize is that investors and lenders receive so many hyped-up business plans each day that it actually becomes comical to them. Here are five ways to improve the credibility of your business plan so it is taken seriously by investors and lenders.

Personality Assessments for Sales - The Definitive Case Study
Nearly two years ago we began development of an exciting new way to evaluate Executive Management Teams. We brainstormed, conducted surveys, performed research and identified 16 qualities that CEO's wanted their Executive Managers to possess, along with 9 Styles crucial to a Management Team's ability to grow their companies.

Entrepreneurs – Got A Great Business And Want To Capitalize As Quickly As Possible? Here’s Some Exit Strategy Ideas
Many business owners either with a new or established business are seeking to capitalize on their hard work and move onto other things. Some entrepreneurs are seeking capital from angel investors and need to provide suitable exit strategies within their business plans.

Learning to Fly
Marquis Jet shares their philosophy of customer service and how it got to be the leader in its field.

Your CUSTOMER Satisfaction Is Tied To Your EMPLOYEE Satisfaction

WHAT DO YOUR CUSTOMERS REALLY THINK ABOUT YOU? We constantly endeavor to achieve 100% CUSTOMER SATISFACTION. We invest our time and money developing surveys and devising ways to improve our rate of return on those surveys. We empower the information gathered to correct individual problems and micromanage our way to solutions. In fact, much of the comments we act upon don’t really reﬂect upon the way our business is actually being conducted. These knee jerk reactions create more problems than they solve. The most important feedback never makes its way to our “gatherers”. Our BEST customers don’t respond to surveys and the truly DISSATISFIED customers will never give us a second chance.

Reinforcing training: Getting Managers Involved
Just because a training session was completed doesn't mean that information and skills learned will "stick" with trainees. In order for that to happen, it's imperative that managers understand how to reinforce what was learned and how to use that learning to meet the goals of the company.

10 Types of Sales Advisers and How to Choose the One Thats Best For You
The question shouldn't be whether you should or shouldn't include a sales expert in your group of inside advisers, the question should be which kind of sales expert you should rely on for advice. [Read More]

Thrashing: The Productivity and Company Killer
Every company struggles balancing long term strategy with achieving short term goals. But many companies easily fall into the trap of taking on too many short term projects. Taken too far, it can paralyze a company and keep you from achieving your goals. Learn to recognize signs of thrashing and how to keep it from draining the life out of your company.

What’s so difficult about building a successful startup?
The article covers the most difficult aspect of building a successful startup.

Small Business Tips: Mid Year Business Review

I love the end of the financial year and that is not because I spent so many years at the Treasury Department! In January we set New Year’s resolutions but we often set them without clear indicators of success. If this is you, consider that money is one very tangible indicator of success - it is by no means the only indicator, but it is an easy one to measure. Where you are financially is a direct result of where you are emotionally, physically and spiritually.

Sales Manager = Sales Training Success
Launching a sales training initiative without the UPFRONT buy-in and participation of your line sales management team is pure folly. In fact, if your sales management team does not believe that they own the sales training, just stop. Stop now.

Common Pitfalls in Buying a Business - Buyer Overpays
This article explains the reasons why buyers often overpay for a business.

HOW WAL-MART HANDLED AN AWKWARD PR PROBLEM
The world's largest public corporation has an unusual approach to public relations.

3 Simple Measurements for Developing Your Sales Team
In addition to looking at the numbers, you can figure out very quickly whether or not a sales person is successful by ranking them on a scale of one to ten... in three key areas…

Combating Loneliness While Working From Home
Combating loneliness while working from home can be a difficult task. Coming from a professional executive position to a work at home position was a very exciting move for me. I had always wanted to be my own boss, set my own hours, and work on my own terms. Little did I know...

Finding The Right MLM Company For You
Not all of the Multi-level Marketing companies are the same. There are thousands of MLM companies just on the Internet alone to pick through. How do you know if an MLM company is the right one for you?

What makes a good franchise opportunity?
Want to buy a franchise, but not quite sure what to look for? Here is a quick guide to help you evaluate the franchise opportunities you are considering.

Who Has Your Intellectual Capital
Build Business Value when Preparing for a Business Sale, Merger and Acquisition, (M&A) by Protecting Your Key People

Lessons Learned about Planning
Lessons learned about planning.

Role of Leadership in Planning

Executives love to talk about planning… most complain their processes don’t work very well. Harvard Business Review reports that only 11% of CEOs believe that strategic planning is worth the effort. Most planning processes are too complex, and only document decisions already made. CEOs have the responsibility to make their planning processes effective; I believe the key is to keep the processes simple and focused.

Are You Guilty of Shotgun Marketing?
"Shotgun marketing" is basically going about marketing your business without a strategic plan, complete with measurable and meaningful outcomes, strategies, and specific action steps, as well as a plan for consistency. The cure for the shotgun approach to marketing is "Lifetime Laser Marketing." Read on to learn more...

What Does A CEO Do

The CEO has three fundamental roles. First, a CEO is a leader. As a leader, the CEO establishes and directs the vision and mission of the team. In this capacity, the CEO is the source of visionary strength of the company and keeps it on a consistent track to achieving the vision. Second, a CEO is a project manager. In this role, the CEO is responsible for directing the operational activities of the company by scheduling the utilization of the company’s resources, including people and capital equipment. The CEO is responsible for establishing and executing the company’s operating plan that is necessary to achieve the company’s objectives. Third, a CEO is a coach, and as such picks the people for the management team and improves the performance of people through ongoing counseling.

Improve Your Communications by Taming those 800-Pound Elephants

With time demands, constant interruptions and continually conflicting priorities, business communications is challenging enough. And when you have an issue or a personality involved that you cannot directly speak to, but can only tiptoe around the "elephant in the room", any attempt at communications may only get you more off track and cause more harm than good. With a few communications tips you can learn how to tame those 800 pound elephants and create more effective communications that improve your work relationships and help you get the job done.

iWhatever is the Answer…

No one cheers because Jobs is Disney's biggest stockholder. Few knew he helped found Pixar. Fewer yet remember Next. But whisper Apple and folks are glued to their seats to hear what Steve says the next revolutionary product will be. It's managed perception as a fine science...come on a comic book bio? Apple's announcements usually shake up/reshape the thinking of a number of industries and lots of companies. But wipe the glaze from your eyes and let's look realistically/skeptically at their recent announcements. What do they really mean for us tomorrow and beyond. Life in the parallel universe sounds fun, exciting, different from the real world.

iWhatever is the Answer…What Was the Question?

Business Accountability Teams - they go to BAT for you

How hard it is sometimes to stay focused; to put in that extra effort to achieve the business results we want. How easy it is to be wooed by the warm day to play a round of golf when we should be making sales calls. How easy it is to rationalize that taking the afternoon off will be made up for next week. This is especially true when there is no one to hold us accountable; ah the freedoms of business ownership!

How About, THANK YOU?

It started with a turkey. In the early days of a start-up company I once worked for, a plump turkey was a small thank you token given to employees around the holidays. The turkey-giving practice lasted maybe three years, until the growing size of the organization necessitated its change. And while enhanced benefits emerged to replace that poultry gift, I found it amazing that the missing turkey still appeared as a resentment issue five years later in employee forums.

Building a Leadership Team - Part 2

Talent is necessary for building a winning leadership team, but talent is not sufficient. You can recruit the very best in every functional area of responsibility in your organization, but unless they work well together, you will fail to create sustainable value. And in a competitive environment, you will lose to teams with far less talent if they work well together but you don’t. There is a tongue in cheek axiom that comes as a corollary to this – “I’d rather be lucky than good.” If you believe in blind luck, go with God and stop reading. If you believe we make our own luck, I’d like to share three principles for creating a great leadership team and some practical insights into each: agreement on the mission, clear communication, and balance. Part 2 = Clear Communication

How to Grow Your Small Business
Small business growth is critical to long term small business success. There are several tips that will help you grow your small business.

An Inside Look at The Steve Jobs Way

We know we don't often talk to you about book reviews but then it is seldom we read a book that is of widespread interest to our mutual audiences. As we note we're not Apple/Jobs fanboys but OMG we respect what they've done and in fact we're "a little" envious that they: - seem to do it so well so consistently - get more coverage by "accident" than the rest of us get by working hard for it Several years ago we were in a meeting at HP and asked the product manager who they tracked most closely and listed off the usual PC suspects. They surprised us by saying no they watched Apple very closely. They do it right 90++% of the time and when they missed they really missed and recovered so quickly they didn't seem to miss a step. So even then they were the ones to watch...today its even more mandatory.

Meeting With The Venture Capitalist
Meetings with venture capitalists are also referred to as “the dog & pony show.” It provides the first opportunity for investors to meet the management of your company face to face and assess the people behind the business. You could have a brilliant business plan backed by poor management. This will only become apparent to the venture capitalist in the meeting.

Take Your Stand… with Courage and Humility
Taking a stand, for anything, requires courage. Courageous leadership is knowing what's right and then acting on it.

Leaders and the four fatal fears
Read about the common fears that get in the way of leadership along with suggestions to overcome these fears.

Why I always Keep my Promises
It's a small thing, but it is important. In your business, forgetting little things promised causes erosion of trust and belief in you. And ultimately, those little things add up to a lot for your people. And that affects you and ultimately, your business success.

Recruitment Standards You Must Have To Build Your Business
Recruitment standards are a critical component of assembling a strong management team to fit your company's needs. Maintaining recruitment standards ensures you are getting qualified people, who fit well into the mechanics of your business. Why is this important and anyway, what can you do about it? Read on...

Business Succession Planning - Three Fundamental Reasons You Need It Now
Succession planning is a simple enough process for managers and business owners to have the people they need, when they need them, all the time. And this brings them significant benefits. If that's what you want right now, here's three great benefits...

You Need Your People More Than They Need You
In leadership one principle stands above all: You need your people more than they need you. Another way of saying this is that you get paid for what your people do, not for what you do.

CEO Alert: Why Managers Can't Increase Productivity With Current Methods -- And What To Do About it
Many managers reach their positions through natural progression up the corporate ladder. They get where they are on the strength of their ability. The thing to remember is most of them have never had any training in managing people.

CEO Alert: Why Managers Can't Increase Productivity With Current Methods -- And What To Do About it
Many managers reach their positions through natural progression up the corporate ladder. They get where they are on the strength of their ability. The thing to remember is most of them have never had any training in managing people.

The business plan and why you need it

As a business owner, you have to be aware of and work with so many variables – like creating a compelling product, building a great team, generating sales and keeping your customers loyal. Writing a business plan helps you as it will guide you in understanding how your company operates. The process of writing a business plan, will help you learn how to forecast any challenges, understand what resources you would need and even manage your own company more effectively.

WHAT IS MANAGEMENT CONSULTING

Answering the question "what is management consulting?" is as difficult as attempting to answer the question "how long is a piece of string?” There are two causes for the confusion about exactly what management consultants do. First, management consulting is an umbrella term that encompasses many different careers. Second, management consultants cannot give specific examples of their work because it is confidential and highly sensitive.

Trust and Profit
It should be a surprise to no one that trust is the foundation of a harmonious, synergistic and efficient work environment.

Reputation Management – The Key to Successful Public Relations and Corporate Communications
Book Review -- Reputation Management – The Key to Successful Public Relations and Corporate Communications – John Doorley, Helio Fred Garcia; Routledge, Taylor & Francis Group, 270 Madison Ave, NY, NY 10016; wwww.routledge-ny.com; 456 p, May 2006; $45.

How To Hone Your Strategic Thinking Skills To Plan For The New Business Year, According To Your Strategic Thinking Business Coach

Strategic thinking is always important. The initiation of planning for the new business year is an especially important time for strategic thinking. In businesses where strategic thinking, planning and actions drive the company, the business owners and management team need to hone their strategic thinking skills to begin the planning for the new business year. Here are ten (10) recommended ways to hone your strategic thinking skills, according to your strategic thinking business coach.

Book Review -- Reputation Management
Reputation Management – The Key to Successful Public Relations and Corporate Communications – John Doorley, Helio Fred Garcia; Routledge, Taylor & Francis Group, 270 Madison Ave, NY, NY 10016; wwww.routledge-ny.com; 456 p, May 2006; $45.

Succession Planning: Planning for the Future Success of the Organization

Simply put, succession planning is the act of focusing on the future of your organization as it relates to the “people” side of the business. Typically, most people think of succession planning as it relates to replacing a retiring CEO; however, it can be equally crucial to extend succession planning to the entire management team and other key employees. Proper succession planning could mean the difference between a viable, thriving organization and one that could quickly go out of business. For most companies, succession planning is certainly on the “to do” list, but many don’t focus on it until it’s too late. There is no right or wrong process to follow – it’s more a matter of timing. Do it sooner rather than later is the key.

Succession Planning: Planning for the Future Success of the Organization

Team Management for your New Business
Although forming an organized and responsive team for a small business may look like a daunting task, a few essentials and guidelines can make team management quite simple.

Classes to Motivate and Manage a Team:
Team management courses will focus on skills to help the team building. In all team building, training seminars, managers need to develop a course of team dynamics and also learn how to use the dynamics of their team as a tool to improve communication and performance.These classes train members how to use many techniques to motivate and create team unity.

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